Close More Sales Using More Assumptive Question
thinksales|January - March 2019

Learn the best ways to increase, improve and boost your sales process performance with more effective tips, techniques, strategies and ideas, including top closing lines and assumptive questions.

Mike Brooks
Close More Sales Using More Assumptive Question

Want a quick tip for closing more sales over the phone — or even face-to-face? Learn to ask better questions!

THE WRONG QUESTIONING

Surprisingly, when I listen to closing calls (or even prospecting and cold calls), I hear sales reps ask the wrong types of questions over and over again. Here’s an example:

“Do you have any questions for me?”

Quick: What’s wrong with this kind of question? If you answered that it’s a “closed ended” question, you’re right. This question forces your prospect to answer either “yes” or “no.” Either way, the conversation stops.

Top sales reps close more sales and open more sales conversations by taking the time to change all their closed-ended questions into either open-ended questions or even assumptive questions. To do this with the above question, you’d change it to:

“What questions do you have for me?”

Granted your prospect can still tell you no, but this way you’re at least leading them to answering the question, rather than making it easy for them to just say no and end the conversation.

This story is from the January - March 2019 edition of thinksales.

Start your 7-day Magzter GOLD free trial to access thousands of curated premium stories, and 9,000+ magazines and newspapers.

This story is from the January - March 2019 edition of thinksales.

Start your 7-day Magzter GOLD free trial to access thousands of curated premium stories, and 9,000+ magazines and newspapers.

MORE STORIES FROM THINKSALESView All
Getting Over Your Fear Of Cold Calling Customers
thinksales

Getting Over Your Fear Of Cold Calling Customers

A recent research study found that 48% of business-to-business salespeople are afraid of making cold calls.

time-read
5 mins  |
July - September 2019
10 Tips To Get Honest, Productive Feedback
thinksales

10 Tips To Get Honest, Productive Feedback

Great leaders are great learners. Their never-ending pursuit of information pushes them to constantly improve and sets them apart from the rest. Getting and learning from feedback isn’t always easy, but it is necessary, if we want to become better.

time-read
5 mins  |
July - September 2019
The 5 Things All Great Salespeople Do
thinksales

The 5 Things All Great Salespeople Do

The best salespeople know they’re the best. They take pride in their art form. They separate themselves from the rest of the pack regardless of circumstance. So how do they do it? What’s their secret? Are you one of them?

time-read
4 mins  |
July - September 2019
Why Trade Shows Are Worthy Of Your Marketing Budget
thinksales

Why Trade Shows Are Worthy Of Your Marketing Budget

Given unrealistic expectations against a modest budget, marketing leaders are routinely tasked with making trade-offs on what stays and goes in their annual budget. In a highly digitised world, trade shows might seem like the ancient way to do things, but they remain one of the best forums for exposure to customers. Increase your success rate with trade shows through more thoughtful planning that aligns sales and marketing to common goals and objectives.

time-read
4 mins  |
July - September 2019
Why CRM Projects Fail And How To Make Them More Successful
thinksales

Why CRM Projects Fail And How To Make Them More Successful

CRM is an important tool, but it is just a tool. When the laptops are shut down for the day, it’s your sales team that is responsible for bringing value to clients and driving revenue. Implement your CRM with that in mind and you’ll be pleased with your ROI.

time-read
4 mins  |
July - September 2019
Is Your Corporate Strategy Paying Off?
thinksales

Is Your Corporate Strategy Paying Off?

Key questions to determine if your strategy is working.

time-read
2 mins  |
August - October 2016
3 Ways to Improve Your Ability to Diagnose
thinksales

3 Ways to Improve Your Ability to Diagnose

Selling requires a strong ability to diagnose the client’s problems and challenges. 

time-read
4 mins  |
August - October 2016
How To Create Compelling Content
thinksales

How To Create Compelling Content

How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?

time-read
5 mins  |
February - April 2017
Build Up Your Resilience By Asking Yourself Two Simple Questions
thinksales

Build Up Your Resilience By Asking Yourself Two Simple Questions

You may surprise yourself and find good in the bad.

time-read
4 mins  |
August - October 2017
How Marketing Can Increase Customer Lifetime Value
thinksales

How Marketing Can Increase Customer Lifetime Value

Marketing can play a pivotal role in boosting customer profitability.

time-read
2 mins  |
August - October 2017